Don’t Use These Cheesey Screener Tactics

"The Art of Sales" Podcast, Screeners

Unfortunately, many people still think they need to “Get past the screener” in order to speak with a decision maker. Worse, there are trainers who teach this nonsense. Assistants (we don’t call them screeners) see through these tactics, and that...

How to Get Past Gatekeepers and Screeners: Don’t

Screeners

Lots of conventional sales material says to “get past” the gatekeeper, or is about “going through” the screener. And that is bad information, which actually salespeople to get shut down and turned away. In this episode of “The Art of...

Still Trying to Get Past Screeners and Gatekeepers? DON’T

Screeners

Many salespeople, those cold calling, and sales trainers have it all wrong about getting past gatekeepers and screeners. We shouldn’t try to get past them. In the very first installment of my The Art of Sales training videos, you’ll see what to avoid and do to...

How Do You Handle it When a Company Has a No-Calls Policy?

Objections, Screeners

Here’s an email I received from a fellow reader: Art, What do you do when the notes on an account tell you that the prospect has a policy of "no calls"? I manage a team of telesales reps and we’ve got several accounts that are "no...

Unconventional Ways of Getting Through

Screeners, Voice Mail

Having been in my business for over 26 years now, and telesales a lot longer (I did start when I was 14–really) I have seen just about every conventional and offbeat way there is to get to buyers, ranging from the perfectly ethical to the downright sleazy. Here...

Are You Gutsy, or Wimpy

Resources I Recommend, Screeners

I get a fair number of request from people who want me to promote or endorse their product or book. Most I turn down. Every once and a while I see something I’m comfortable putting my name and reputation behind.   Today is one of those times. Drew Laughlin...